Sales forces cost companies anywhere from 5% to 40% of revenue. Over $1 trillion dollars is spent per annum in the US on sales forces. In the United States, approximately 14% of the total work force is employed in full time sales professions.
Sales Force Sizing focuses on determining the optimal amount of sales capacity needed to properly service the market place.
The Critical Questions Answered by Applying Sales Force Sizing Methodologies are:
- How much should the firm spend on sales capacity?
- How does EBITDA vary with different staffing levels?
- How to match sales force capacity with market opportunity?